Seek first to understand. A sales VP recently told us, " My sales reps' listening skills aren't where they need to be — someone says something and they don't find out the real reason or intent behind the question...
Say what you will about Maritime winter weather, for the sales prospector, there is an upside. During the course of the three coldest months of the year – mid-December through mid-March, how many ‘snow days’ would you say we have on average each year? Would a conservative...
Is social media more a marketing or sales tool? Marketing is always a part of your business, before, during and after the sale. It’s about branding and top of mind awareness...
I learned a lot in my first year of sales, but the most important thing I learned, is that there’s always more to learn. Sales professionals must live by these words: Ancora Imparo, Latin for “I am still learning”...
Asking for referrals is an important part of any prospecting plan. How you ask is as important as when and who you ask. Our C.A.P.S. referral system gives salespeople both the methodology...
Recently a business person relayed a story that I thought was interesting. He was checking us out and asking other business people about our company and about me and my colleagues...
Bertrand Russell was a Welsh philosopher, logician and social critic. He wrote his own ‘Ten Commandments’ based on his research on human interactions and they appeared in the New York...
To work with customers, in sales or in customer service, you must have strong beliefs and confidence in: your products and services, in your company and market and most importantly, in...
